Introduction

Work hard. Don't we hear that a lot in sales? That's the advice that when I started to do my training business, I saw all the competitors, all the sales trainers, instructors, coaches, thought leaders, just work hard. And I said to myself, well, that's what I focused on in the first few years of sales until I got sick. Because there's no limit on how smart you can work. You can only work 24 hours in a day. Even if you don't need sleep. There's no 25th hour. But you could sit down for 30 minutes and come up with a smarter way of working that. Couldn't you? Couldn't

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